How Can We Make Our Reps More Coachable?
Score More Sales
APRIL 18, 2023
We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top performing sales professionals.
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Solving For the Lack of Coaching and Training for Reps - Second Nature
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FEBRUARY 13, 2023
The worst thing one can do in business is take anything for granted and get too comfortable. At the same time, I must admit that I was one of those caught a bit off-guard hearing about new AI tools, use cases, and potential within the future of work, and in our case, revenue generation.
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Sales Power Tip - Homeostasis
Score More Sales
MAY 27, 2022
The full title for this post should be, "You Gotta Knock them Off Their Homeostasis". This was a tip I learned from my favorite manager of my 21 sales managers over my selling career - a former IBM top sales rep and leader who would say this so.
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Best Sales Prospecting Power Tips
Score More Sales
AUGUST 9, 2021
In a recent post , I shared the calling strategy from Ryan Reisert that proves how your math of sales has been lying to you. If you are a sales leader that says more calls equal more meetings, that is not true. Ryan proves that time and time again.
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Salesreps Choose Power Words
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OCTOBER 6, 2020
The words you choose as a seller have power - don't miss any apportunity gain a competitive edge. Choosing what you say or write can help close a deal, or lose one.
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Emotional Intelligence for Sales Leadership - Colleen Stanley
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JUNE 15, 2020
When a great new sales leadership book emerges, I want to be one of the first ones to share it. When a fantastic book about emotional intelligence comes out – I want to shout it from the mountain tops. When a book with BOTH comes out – sales leadership AND emotional intelligence, I’m doing a happy dance.
Sales Are Stabilized Now What?
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MAY 6, 2020
You have leveled out and adjusted to the new reality of selling today. Great job -- but what happens now?
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WFH and Sales Managers
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APRIL 21, 2020
Will all your sales team go back to working out of the office?
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Storytelling in Leadership Starts With These Questions
Score More Sales
MARCH 31, 2020
Sports fans inherently know the importance of storytelling. Unless they’re the type who look at the score or the outcome… and nothing else. No highlights. No recaps. No interviews. No social media. No conversations with other fans.
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Top Tips and Resources for Remote Sales Team Management
Score More Sales
MARCH 29, 2020
You suddenly have an all-remote, WFH sales team(s). Now what? Learn from others who have been selling remotely already. Success leaves clues, remember?
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Flip the Script Tour Be a Better SDR
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JANUARY 24, 2020
It is difficult to share the excitement and enthusiasm I have in having been invited to be part of the Flip the Script National Tour happening in nine (9) cities in sixteen (16) days in February.
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Have Your Best Sales Quarter Ever - through Focus
Score More Sales
NOVEMBER 8, 2019
Now is the time of year where distractions happen. It is easy to blame others for your lack of success - but in sales, it always comes down to how well you perform regardless of the obstacles. To do well this quarter, you need one thing more than anything else - focus. Focus on your sales goals. Focus on your KPIs. Focus on your activity.
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Friday Five - Cold Calling Dead or Alive
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AUGUST 16, 2019
Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like. Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters. Cold Call Objection Handling – Outreach (is gated). 14 Actionable Cold Calling Tips and Techniques – Sales Hacker.
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Friday Five – Getting Your Buyers Attention
Score More Sales
JULY 12, 2019
We all have buyers and future buyers who stop replying to us – for a myriad of reasons. Some of the biggest reasons are: They just don’t see enough value to spend time communicating.
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Friday Five – Ways to Shorten Your Sales Cycle
Score More Sales
MAY 3, 2019
We know of eleven factors that historically have shortened sales cycles, based on research done by Objective Management Group.
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The Power of Resilience and Persistence in Selling
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APRIL 14, 2019
I never thought I’d see Tiger Woods win another Masters tournament. That just happened.
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155 Friday Five - Will to Manage Sales
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MARCH 1, 2019
Do you have these five components as a sales manager? It takes much more to be successful, however these five areas make up what Objective Management Group calls the Will to Manage Sales.
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Friday Five - Attitude for Success
Score More Sales
FEBRUARY 22, 2019
Positive and negative information is handled in different parts of our brains. Anything with a negative emotion tends to involve more thinking and this information is processed more heavily in our brain than positives.
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Friday Five - Professional Development
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FEBRUARY 8, 2019
Resource #1. Modern Sales Pros virtual Google group and in-person meetings. They are totally focused on peer knowledge sharing and whether virtual or in-person, you’ll learn from them.
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Friday Five - Better Time Management for Sellers
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JANUARY 18, 2019
We all have the same number of hours in a week – 168, yet some of us get more done than others. Here is a quick look at how to be more productive – share your ideas with us on LinkedIn or Twitter.
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Friday Five – Ready for 2019? - Week 4
Score More Sales
DECEMBER 28, 2018
It is hard to believe that the new year is about to look right at us. Some in sales roles are pleased they hit quota this year and others (more than 57%) presumably did NOT make quota this year. No matter which camp you are in, January 1 brings a new quarter for all and a new year for most.
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Friday Five - Hiring for Sales Roles
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DECEMBER 7, 2018
Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: If you are looking to hire more women on your sales team, hold an event at your offices quarterly (or twice a year) and get the Women Sales Pros guide on how to do it to widen your recruitment pipeline.
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What to Call Women in the Business Workplace
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DECEMBER 4, 2018
I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars.
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183 November #REV-MO More Revenue
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OCTOBER 23, 2018
We are into Q4 already for those working in a sales organization with a calendar year (Jan-Dec). If you’re not using a calendar year your year is probably just ending or will end shortly after the calendar year. You can participate in this too.
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38 Wait 30 Minutes to Follow Up with Inbound Leads – and Other New Findings
Score More Sales
AUGUST 7, 2018
I love good data. Good data in professional sales means that there is a big enough sample group (thousands, not hundreds) and from diverse industries (not just SaaS which is much more tech savvy). I also love innovation and updating what used to work with what works better.
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Data Proves Sales Coaching is Weak
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JUNE 18, 2018
After reading a recent post from Dave Kurlan about The Latest Data Shows that Sales Managers Are Even Worse Than I Thought made me want to immediately publish a plea to company leaders and heads of sales to enable sales managers to do more and better coaching. Using research from 9,000 sales managers and their sales teams, the findings are grim.
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Competitive Sports are Like Professional Sales
Score More Sales
APRIL 29, 2018
CLICK HERE to Play Video (or click on image above). When my company was re-branded, I wanted a name that represented my views and my life. At the time, my son had been a successful Division I college athlete and moved on as a professional hockey player. Not only had I raised one competitive athlete but we also provided a home-away-from-home in Seattle for players who played Major-Junior hockey in the Canadian Hockey League (CHL).
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10 Top of Funnel Fundamentals
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MARCH 27, 2018
Whether you are new in your sales role or have been in sales for a while, it is easy to get wrapped in in the latest new sales tool that could help you, or that one magic bullet to specifically help YOU in your role.
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Can You Fix Your Sales Hiring Mistakes?
Score More Sales
MARCH 8, 2018
Sales leaders tell us they have a good percentage of reps who are not pulling their weight. Not only are some of their reps not making quota, but they are not working hard. It seems in many cases that they have unmotivated (or de-motivated) reps.
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241 Support Your Sales Success by What You Say to Yourself and Others
Score More Sales
FEBRUARY 26, 2018
It’s strange to think that the talk you have going on in your head can and will affect your success in any endeavor – but it’s true.
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243 How to Turn Super Bowl Conversations into Leadership Opportunities
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FEBRUARY 1, 2018
Of course, the Super Bowl is “The Big Game” for football fans, but it could also be a big game for you. Just talking about the game could lead to big (or bigger) opportunities if you position yourself appropriately – not just as a fan, but as a leader.
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218 2 Big Reasons for Abandoned Sales Opportunities
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JANUARY 30, 2018
We walk away from sales opportunities every day - abandoned sales opportunities. You do it, I do it, and a few of us have the discipline to identify why our deal didn’t come to closure.
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243 When to Thank Someone for a Referral
Score More Sales
JANUARY 25, 2018
Referrals in the sales world are the very best way to grow your sales book of business for many reasons. The first one is that if someone whom you respect refers you to work with someone else, nearly half the “work” in building trust has been done.
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The Best Negotiation Advice for Sales Teams
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NOVEMBER 14, 2017
In a long sales career there are many opportunities for negotiation. Companies and products with poor value propositions make it hard on sellers to hold full price.
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Sales Reps are CRITICAL to Company Success
Score More Sales
OCTOBER 19, 2017
Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change.
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198 30 Ways to Boost Sales in Q4
Score More Sales
OCTOBER 17, 2017
Need a dose of inspiration to boost sales before the calendar year is over? Working to hit that stretch goal? How about a way to move a stalled sales opportunity to closure?
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Are You Owed a Reply to Your Well-Crafted Sales Emails?
Score More Sales
SEPTEMBER 26, 2017
You worked hard through trial-and-error to create an introductory email that is worthy of a reply. But do you expect to really get one?
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Focus - Use Time Wisely
Score More Sales
AUGUST 29, 2017
Use time wisely and focus - a bit of advice given to me by a wise sales manager many years ago. The world of sales is made up of distractions, sound bytes, lists of important things to accomplish, and “noise” - you need to focus on activities that lead to revenue before you do anything else.
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195 Always Set a Next Action
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AUGUST 8, 2017
One idea that can help sales reps is to always set a next action :
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186 Experts Top Tips to Create Effective Cold Email Messages
Score More Sales
AUGUST 7, 2017
What are the top tips to success when it comes to crafting cold email messaging? Do you even believe there are strategies for success sending cold emails? There are.
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More Good Activity More Sales Revenue
Score More Sales
AUGUST 1, 2017
Now is a GREAT time for you to make a plan to do MORE of the RIGHT activities. Right activities are activities that lead to more sales opportunities. This means LESS of the activity you might be doing that does nothing to lead you toward more revenue. Enough "busy work" - time to roll up your sleeves and dig in.
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186 The Power of a Daily Sales Pow Wow
Score More Sales
JULY 7, 2017
Sales professionals deserve strong sales leadership. Sales pros work best in an environment where they know their actions are seen and appreciated.
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222 In Your Sales Career, Be a Learn it All
Score More Sales
JUNE 13, 2017
Lately a phrase has been making the rounds which is the perfect mantra for all of us in professional selling and leading sales: Don’t be a Know-it-All, be a Learn-it-All. Attending conferences and events last week in the Bay area, I heard this phrase more than a dozen times.
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